We recently wrote about the ‘key role’ of sales managers in developing the selling skills of their teams. As the article implied, in the last bastion of amateurism many sales people are good at flying by the seat of their pants. In fact they prefer to work just that way. Motivated as much by recognition as reward many sales people work blindly toward the next deal in anticipation of the ‘Buzz’ of closing the sale. The natural make-up of good sales people, many of whom could become great sales people, doesn’t allow them time systematically to consider improvements in each of the key behaviours and selling skills to get that ‘Buzz’ more often.
So whether you want to develop your own selling skills or you are one of the many sales managers who has achieved promotion through being a great salesperson yourself, but have yet to have any sales management training, the five step process below will help significantly.
The sales performance metrics model fairly much speaks for itself. There are three key elements to the sales role, as with most jobs. They are Quantity, Focus and Quality. By taking time to analyse each element, and to identify the knowledge, skills and behaviours that will ensure success in each one, any sales person can progress and achieve enhanced results.
So by using the model as the basis to progress through a selling skills, self development or sales coaching process each element must be subjected to these questions. They form the five steps to sales performance improvement:
- 1: Is this element a focus of my work and planning – should it have high, medium or low priority?
- 2: Do I / can I measure this – if so, what is average, good or excellent, and where am I on that scale?
- 3: Do I want to improve in this element, if so by how much and by when?
- 4: What must I do to improve and what support will I require?
- 5: What must I write down and commit to so that my plan is realised?
This provides a formula for continual selling skills development and is flexible to be used in sales meetings, one-to-one reviews and curbside conferences. Use it develop selling skills and track growth in sales, conversions and margins.
By Mike Cooney | Righttrack’s Commercial and Financial Director